Job Description

Job Overview

The Government Sales Officer manages an assigned portfolio of government clients and contributes to the overall growth of the division through revenue production by proactively selling financial products and services to local, county and state government agencies.

Job Description

Responsibilities include, but are not limited to:

• Develop new customer relationships by calling on targeted prospects, and existing clients, and working with market managers of the territories assigned.
• Manage portfolio of government clients to obtain more revenues from existing relationships and reduce client attrition.
• Prepare, schedule and conduct quarterly Business Reviews to keep abreast of changes in the customers business; to match products and services to customer needs providing creative options and solutions; and to manage the customer relationship ensuring continued satisfaction, retention, and loyalty.
• Prepare management reports to track sales results monthly.
• Participate in regional meetings of business partners to enlist their consistent support and heightened awareness of government and corporate products and services.
• Cross-sell additional products and services to deepen governmental relationships while enhancing the customer's experience and make referrals to other lines of business
• when appropriate.
• Participate in proactive team efforts to achieve company and department goals.

Requirements

Required Skills:

• Keen awareness of customer service issues and the elements that impede GS from providing exceptional service and/or diagnose resolutions.
• Success in establishing/maintaining long-term relationships with local and county governmental agencies.
• Ability to develop and deliver sales presentations and close sales in a professional and effective manner.
• Strong collaborative skills with market managers and business partners.
• Proficiency in sales and service techniques including proactive selling and networking.
• Strong organization and interpersonal skills with a focus on customer service and the ability to grasp concepts, products and processes quickly.
• Self-motivated, self-directed, high energy, and results oriented individual with experience in a sales environment and a background in developing customer relationships, achieving specific sales goals, and building referral sources.
• Strong knowledge of Demand Deposit and Cash Management services and processes with the ability to communicate expertise to clients.
• Excellent verbal and written communications, presentation, follow up and interpersonal skills required.
• Working knowledge of Bank Compliance Regulations.
• Solid organizational and time management skills.
• PC Skills -- Good working knowledge of Word, Excel, - PowerPoint.

Required Experience:

• High School Diploma or GED and a minimum of 5 years sales experience
• Minimum 2 years branch/back-office experience.
• Bachelor's Degree preferred.

What Does Success Look Like the First Year:

• 3 Months: Successfully acclimate to the role by understanding the bank’s government services offerings and processes. Establish contact with all clients in the assigned portfolio, conduct initial relationship reviews, and build a pipeline of at least several qualified new prospects. Demonstrate familiarity with the bid process for deposits and possibly BAN/TAN/RANs ((Bond, Tax, and Revenue Anticipation Notes).
• 6 Months: Show measurable progress in portfolio growth and client satisfaction. This could include winning new government accounts or expanding business with existing clients (e.g. securing a new cash management service contract or upselling a deposit product). By 6 months, the officer should have met a significant portion of mid-year sales targets (for example, 50% of annual revenue goal).
• 12 Months: Achieve or exceed the annual revenue and growth targets for the government portfolio. Successfully retain all key clients and improve the product penetration ratio per client (cross-selling multiple services). By one year, the officer should have clearly strengthened the bank’s presence in the government sector, evidenced by an expanded client list, and a strong pipeline for the next year. Performance will also be evaluated on relationship quality feedback from clients and effective collaboration with internal teams (e.g., positive feedback from market managers and product partners).

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